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Ciudad de México, México
Hybrid
Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.
We're looking for an Account Executive to lead Clara's Government segment in Mexico. You'll be responsible for building the commercial strategy, sales processes, and customer portfolio for this segment from the ground up.
You'll work closely with our Risk team, one of your key stakeholders, to develop a competitive offering tailored to the public sector's unique requirements, timelines, and procurement processes.
In this role, you will:
Own the Government segment end-to-end: Define the commercial strategy, prioritize target accounts, and build the sales playbook for government agencies and public-sector entities.
Drive new business acquisition: Actively prospect and generate opportunities by leveraging your existing government network and relationships, complemented by outbound strategies and referral channels.
Manage the full sales cycle: Navigate public procurement processes, including competitive tenders, direct awards, invitation-based procedures, and vendor qualification requirements, from initial engagement through contract signing.
Lead consultative sales: Deliver product demonstrations and presentations to decision-makers and key stakeholders, positioning Clara against existing solutions and competitors.
Partner closely with Risk: Collaborate to define eligibility criteria, commercial terms, and offering guidelines, ensuring a competitive solution for the public sector while maintaining Clara's risk appetite.
Represent the segment internally: Act as the voice of Government customers across Product and Leadership teams, sharing customer requirements, objections, competitive insights, and procurement feedback.
Own pipeline management and forecasting: Maintain a well-structured pipeline and accurate forecasts in HubSpot, applying disciplined qualification processes to long and complex sales cycles involving multiple stakeholders.
Deliver commercial results: Achieve quarterly and annual targets for new customer acquisition and segment transaction volume.
We're looking for someone who meets the minimum requirements to be considered for the role. Preferred qualifications are a plus, but not mandatory.
5+ years of experience selling to the government sector in Mexico, with deep knowledge of public procurement processes and competitive tenders.
An established network and active relationships within the government sector. This will be a key differentiating factor in the selection process.
Experience selling technology, software, or SaaS solutions to government organizations. We'll evaluate the quality of the companies you've worked for, as well as the size and relevance of your customer portfolio.
Proven track record of closing complex deals involving long sales cycles and multiple decision-makers across Procurement, Legal, Finance, and IT.
Ability to build a new business segment from scratch, with the confidence to navigate ambiguity and operate without an established playbook.
Strong ability to collaborate with Risk, Legal, and Product teams, translating public-sector requirements into commercially viable solutions.
Hands-on experience using HubSpot or similar CRM platforms.
Excellent written and verbal communication skills, with experience presenting to government officials and senior executives.
Experience selling financial products, payment solutions, or fintech services to government organizations.
Knowledge of public procurement regulations and government vendor requirements at the federal, state, or municipal level in Mexico.
Experience selling products in early-stage environments or newly developed market segments.
Analytical skills using spreadsheets, SQL, or BI tools such as Metabase to evaluate pipeline coverage and commercial performance.
Intermediate or advanced English proficiency.
A good sense of humor.
Where we work
This is a hybrid role: you'll split your time between the office, customers and home. We don't set a minimum number of office days for most roles — you'll spend time in the office naturally, and most days during your ramp-up or when your leader asks.
If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.
